Successful Prospecting HabitsNov 1, 2005,By Matt Oechsli If your pipeline is full of affluent prospects, you can skip this month's column. If, however, you could use more affluent prospects and new affluent... Seven Steps to a Highly Successful PracticeOct 1, 2005,By Matt Oechsli We are all familiar with Murphy's Law: A satirical proposition stating that if there is a possibility for something to go wrong, it will go wrong. But... Meet Your Greatest Sales ToolSep 1, 2005,By Matt Oechsli It would seem like a nice problem to have too many clients. Unfortunately many reps have too many of the wrong type of clients. It doesn't have to be... Eight Qualities of High AchieversAug 1, 2005,By Matt Oechsli The industry's focus on high-net-worth clients has been a boon to many advisors, but the high energy focus required to succeed in the high-net-worth game... The Power of DreamsJul 1, 2005,By Matt Oechsli Dreams are an important part of any successful advisory business. Indeed, they represent perhaps the purest form of aspiration. But there's a reason that... The 12 Steps to SuccessJun 1, 2005,By Matt Oechsli The term 12-step process is all but synonymous with substance-abuse recovery, but it's also easily applied to other undesirable behavior: poor salesmanship.... Image Isn't Everything...But It Does Matter in the Financial Advisory GameMay 1, 2005,By Matt Oechsli Advisors of a certain age might remember an old Heineken beer ad campaign based around this phrase: Just being the best is enough. The idea, of course,... Starting at the EndMay 1, 2005,By Paul Bouchey When registered reps set about advising clients on where to put their money, they usually focus on risk tolerance. A conservative-minded client, for instance,... Appearances MatterApr 1, 2005,By Matt Oechsli Wealthy clients weigh a lot of factors when choosing a financial advisor cost of services is one of them, but it is far from the most important. Indeed,... A Recipe for FailureMar 1, 2005,By Matt Oechsli Much has been written in this space about how to attract, service and retain affluent clients, but there has been precious little about what actions to... What Color Are Your Glasses?Feb 1, 2005,by Matt Oechsli Creating a constructive outlook for the coming year. William Blake once wrote, If the doors of perception were cleansed everything would appear to man... Your Year of the AffluentJan 1, 2005,by Matt Oechsli The coming year will bring forth unprecedented opportunities to attract wealthy clients. In 2005, an estimated 17.4 million U.S. households will have... The Thrill of the ChaseDec 1, 2004,By Matt Oechsli Anyone who has ever let household chores get the better of him is well-acquainted with the most significant obstacle facing wannabe high-net-worth advisors:... The Power of PositioningNov 1, 2004,by Matt Oechsli Playing out of position is something that rarely works out long term it's true in sports and it's true for financial advisory teams. Pressing a baseball... Sell YourselfSep 1, 2004,By Brian O'Connell There's an old saw in business that says the success of a company depends not on size but on filling a void in the marketplace. A small 24-hour convenience... The Myth of ReluctanceSep 1, 2004,By Matt Oechsli Wealthy people and good poker players have at least one thing in common: The habit of holding cards close to their vests. At least that's what a wirehouse... At Play on the Fields of the RichAug 1, 2004,By Matt Oechsli If selling to the affluent were a sport, every day would be game day. For better or worse, in investment sales, there is no practice field, and only serious... Vacation NationJul 1, 2004,By Matt Oechsli Psychologists the world over say vacation is important because, The brain needs a break, but it's surprising how few advisors give their minds a true... Five Steps to RebrandingJun 1, 2004,By Matt Oechsli Branding is not easy just ask Ford Motor Company, the American automaker that famously introduced its Pinto in Brazil, oblivious to the fact that the... A Lesson in ObjectivityMar 1, 2004,By Matt Oechsli Creating a high-performing wealth management team requires a significant amount of good old subjective judgment, but that doesn't mean objective measures... The Tamest of SecretsFeb 1, 2004,By Matt Oechsli Those yearning to learn the secret of successful wealth management teams can take heart in the words of the famous industrialist and financier, Cornelieus... Doing More With LessJan 1, 2004,By André Cappon Coming off a sustained period in which new customers were painfully hard to come by, it would stand to reason that financial advisors would have learned... When Leaders FailJan 1, 2004,By Matt Oechsli It's pure coincidence that an anagram of is but the connection still can be twisted into an important lesson regarding high-net-worth advising. Namely,... Be Not AfraidDec 1, 2003,By Matt Oechsli Prosperity is not without many fears and distastes, said Sir Francis Bacon, and I couldn't agree more. When it comes to attracting and retaining affluent... Knowing Your LimitsNov 1, 2003,By Matt Oechsli The average production in the room was $1.5 million, the length of service 20 years, but the trepidation was the sort of thing you might feel at a freshman... |
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